Account Executive at MicroStrategy United Kingdom

Company Description

At MicroStrategy, our mission is to make every enterprise a more intelligent enterprise. MicroStrategy transforms organizations into intelligent enterprises through data-driven innovation. We match smart people to dynamic projects and technologies that truly challenge their talents. Curious and creative in outlook, our success is built on the talent and energy of smart and driven people. MicroStrategy (Nasdaq: MSTR) is a worldwide leader in enterprise analytics and mobility software. A pioneer in the BI and analytics space, MicroStrategy delivers innovative software that empowers people to make better decisions and transform the way they do business. We provide our enterprise customers with world-class software and expert services so they can deploy unique intelligence applications.

As a global organization, MicroStrategy seeks to provide exceptional career opportunities for people with diverse backgrounds and experiences. We recognize that having a diverse workforce enables us to leverage the strengths and qualities that are unique to each individual. We believe that having a culture of inclusion encourages innovation and that this in turn drives agility and value for our employees, partners, and customers.

Values: Be Engaged, Precise, Agile, Transparent, and Cheerful

Job Description

The Role

MicroStrategy is seeking an Account Executive to drive strategic sales into enterprise accounts within his/her assigned territory. Responsibilities include prospecting, qualifying, selling, and closing new logo business into prospects and installed accounts. This is a new business hunter and individual contributor role with quota carrying responsibility. Whilst the focus is on new business development, there will be a split of approximately 70% new logo business together with 30% account development for existing customers.

Your Focus

Drive complex, enterprise-wide sales cycles and effectively present MicroStrategy’s value proposition to both C-level business and IT stakeholders through strategic value-led engagements

Prospect, develop and close new business while creating satisfied and referenceable customers

Research the customer environment to create effective business impact models, account plans and win plans; and create business cases, ROI and TCO models

Manage all aspects of the sales process including lead generation, qualification, evaluation, close and account care, collaborating cross-functionally with Sales (Inside Sales, Sales Engineering), Marketing and Professional Services

Work strategically with Inside Sales to develop a territory and target account plan to create a healthy pipeline that will yield overachievement in booking targets

Manage an individual sales pipeline to ensure an appropriate mix of prospects, new business opportunities and firm proposals

Balance long-term objectives with short term results to maximize overall revenue generation

Meet and exceed direct sales goals within assigned territory

Acquire and maintain a thorough working knowledge of MicroStrategy’s Business Intelligence software products and services and a deep understanding of their applications

Position MicroStrategy’s solutions through strategic value-based selling, business case definition, return on investment analysis, customer references and analyst data

Coordinate and manage industry events and user groups to generate market interest

Ensure that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering to MicroStrategy’s chosen sales methodology – MEDDPICC

Identify and manage risk in his/her business activities and take responsibility for reporting risks in a timely, open, and appropriate manner

Prepare accurate sales forecasts and sales cycle reporting using MicroStrategy’s CRM tool

Leverage and enhance partner relationships to drive additional value and revenue

Qualifications

Required Experience and Skills

Extensive experience of quota-carrying sales of software products and services into large enterprises

Demonstrable track record of consistent over-quota sales performance

Proven track record of senior level stakeholder engagement on complex IT and Business-led opportunities with referenceable client wins

Extensive experience in prospecting, driving, and closing complex enterprise sales cycles

Experience in areas such as Business Intelligence, Artificial Intelligence, Data Analytics, CRM, ERP, Cloud enterprise software sales

Working knowledge of Business Intelligence competitor products, Data Preparation, ETL, Databases, Analytics and Enterprise Data Warehouses. Understanding of Big Data is preferred

A creative self-starter who can work effectively within a strong team culture whilst independently managing their own business

Experience with sales methodologies such as MEDDPICC, Challenger, Sandler

Ability to work in a fast paced, open, collaborative, passionate and driven environment

Ability to manage multiple priorities effectively, network internally to get things done and be accountable for their decisions; ensuring all stages of sales cycle are running concurrently; opening pipe; progressing; closing deals; prioritizing tasks

Demonstrable knowledge of key Return on Investment and Total Cost of Ownership principles

Degree educated or equivalent academic/work experience

Additional Information

Additional Information

MicroStrategy is an Equal Employment and Affirmative Action employer F/M/Disability/Vet/Sexual Orientation/Gender Identity. All qualified applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, sexual orientation, gender identity, disability, veteran status, sex age, genetic information, or any other legally protected basis.